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Job Summary

The Director of Distributed AI Solution Market Development is a strategic business leader responsible for designing, validating, and executing comprehensive go-to-market strategies and business models for Equinix's distributed AI solutions portfolio. This role enables commercial success through structured market development programs, partner GTM frameworks, and data-driven business validation. The position requires exceptional strategic thinking, market analysis expertise, and the ability to build scalable commercial models that enable rapid growth in the distributed AI ecosystem.

Responsibilities

Go-To-Market Strategy & Commercial Framework Development

• Design and execute comprehensive go-to-market strategies for distributed AI solutions including market positioning, competitive differentiation, and value proposition development during the solution incubation period

• Establish pricing models, packaging strategies, and commercial frameworks that optimize revenue and market penetration for AI partner solutions

• Create tiered solution offerings and commercial structures that address diverse customer segments from edge deployments to hyperscale environments

• Drive partner GTM agreements and joint commercial models that accelerate market adoption and revenue growth

• Develop competitive intelligence frameworks and positioning strategies that differentiate Equinix's distributed AI capabilities

Business Model Innovation & Validation

• Design innovative business models for distributed AI solutions including usage-based pricing, performance-based SLAs, and hybrid commercial structures

• Lead structured incubation programs that validate market demand, pricing sensitivity, and commercial viability of new AI solutions

• Own GTM strategy development during incubation phase to create the foundational frameworks, processes, and capabilities that enable seamless transition to scale

• Establish GTM scale readiness criteria and validation gates that ensure solutions are market-ready before full launch

• Build comprehensive business cases and ROI models that demonstrate quantifiable value for distributed AI deployments across vertical markets

• Create financial modeling frameworks that support investment decisions and resource allocation for solution development

Market Analysis & Intelligence

• Conduct comprehensive market analysis including market sizing, growth forecasting, and opportunity assessment for distributed AI segments

• Lead competitive intelligence programs that track market dynamics, competitive positioning, and emerging technology trends

• Drive customer research initiatives including surveys, interviews, and market validation studies to inform solution development priorities

• Analyze vertical market requirements and use cases to identify high-value opportunities for distributed AI solutions

• Establish market monitoring frameworks that provide ongoing insights into customer needs, competitive threats, and market evolution

Partner Activation & Channel Development

• Create partner activation plans and enablement programs that drive successful solution launches and sustained market growth

• Develop channel strategy and partner recruitment frameworks for distributed AI solutions including system integrators, consultants, and technology partners

• Establish partner performance metrics, incentive structures, and success criteria that align partner activities with business objectives

• Lead joint marketing and demand generation programs with key partners to accelerate market development and customer acquisition

• Build partner certification and training programs that ensure quality delivery and customer satisfaction

Solution Growth Strategy & Revenue Optimization

• Own the solution growth strategy during incubation including market expansion, customer acquisition, and revenue optimization initiatives

• Partner with sales, marketing, and business development teams to drive solution adoption, pipeline development, and revenue achievement

• Establish solution performance metrics including adoption rates, customer satisfaction, revenue per customer, and market share growth

• Lead pricing optimization initiatives and commercial model refinements based on market feedback and competitive dynamics

• Drive upsell and cross-sell strategies that maximize customer lifetime value and solution penetration

Market Launch & Commercialization

• Work with product and partner marketing in building an end-to-end market launch processes for new distributed AI solutions including launch planning, execution, and post-launch optimization

• Develop comprehensive launch readiness frameworks that ensure successful market entry and rapid adoption

• Create customer onboarding programs and success frameworks that drive solution adoption and customer satisfaction

• Establish feedback loops and iteration processes that enable continuous improvement and market responsiveness

• Drive thought leadership and market education initiatives that position Equinix as the leader in distributed AI infrastructure

Qualifications

Required

• 12+ years of progressive experience in product marketing, business development, or strategic marketing roles with focus on enterprise technology and infrastructure solutions

• Bachelor's degree in Business, Marketing, Engineering, or related field; MBA strongly preferred

• Proven track record of developing and executing successful go-to-market strategies for complex technology solutions

• Deep experience in market analysis, competitive intelligence, and business model development

• Strong background in partner channel development and ecosystem marketing

• Demonstrated success in driving significant revenue growth through strategic market development initiatives

Market Development Expertise

• Extensive experience with B2B technology marketing including product marketing, solution marketing, partner marketing  plus experience in developing positioning, messaging, and competitive differentiation

• Deep understanding of enterprise sales cycles, customer decision-making processes, and buying behaviors

• Experience with pricing strategy, commercial model development, and financial analysis

• Knowledge of market research methodologies, customer segmentation, and demand generation strategies

• Familiarity with AI/ML market dynamics, cloud computing trends, and enterprise infrastructure buying patterns

Business & Leadership Skills

• Exceptional strategic thinking and analytical capabilities with ability to synthesize complex market data into actionable insights

• Strong financial acumen including P&L management, ROI analysis, and business case development

• Excellent communication and presentation skills with ability to influence senior executives and external stakeholders

• Experience leading cross-functional teams and driving results in matrix organizations

• Proven ability to build and maintain strategic partnerships and channel relationships

Technical Understanding

• Working knowledge of AI technologies, distributed computing, and edge infrastructure concepts

• Understanding of cloud platforms, networking technologies, and enterprise IT architectures

• Familiarity with data center operations, interconnection services, and digital infrastructure market dynamics

• Knowledge of regulatory and compliance requirements affecting AI deployments and data processing

The United States targeted pay range for this position in the following location is / locations are: • San Francisco, CA / Bay Area: $198,000 to $298,000 per year • California (Non-SF/Bay Area), Connecticut, Maryland, New York, New Jersey, Washington state: $191,000 to $287,000 per year • Colorado, Nevada, Rhode Island: $177,000 to $265,000 per year Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training. This position may be offered in other locations. Your recruiter can share more about the specific pay range for your preferred location during the hiring process. The targeted pay range listed reflects the base pay only and does not include bonus, equity, or benefits. Employees are eligible for bonus, and equity may be offered depending on the position. As an employee, you become important to Equinix’s success. Details about our company benefits can be found at the following link: USA Benefits eBook

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.